Principal GTM Lead, WW Experience-Based Acceleration

Come join a team dedicated to Enterprise Transformation. The Experience-Based Acceleration (EBA) Team developed a repeatable methodology to drive large enterprise customer transformations and accelerate the business benefits of their adoption of AWS. Our customers leverage EBAs as the tip of the spear to change the way they work and help accelerate their cloud adoption where traditional analysis and methodologies fall short. Among hackathons, immersion days, and other adoption initiatives, EBA ranked as a top mechanism for cloud value realization and customer business transformation. It is integrated in MAP (Migration Acceleration Program) - AWS’ largest migration program, expanding the need to enable EBA capabilities globally and rapidly scale across multiple AWS functions.

The GTM Lead is at the center of scaling the methodology, top-down and bottom-up, ensuring global AWS customers and AWS teams adopt EBA as their cloud value realization framework across – Migration, Modernization, Innovation (AI). follow a unified process while keeping a high-quality bar. The GTM Lead coordinates large scale strategic initiatives and is measured in their approach to coach others to lead the customer adoption of AWS while maintaining a high engagement bar. Coaching customers, AWS leaders, AWS field teams, this role will have cross-AWS visibility by driving alignment for cloud acceleration in our Enterprise and multi-national customers.

The successful candidate must be comfortable individually driving cross-team efforts with a collective mission, defining well-considered objectives and metrics to guide decision-making and drive change. Leading by example when engaging diverse business and engineering leaders at all levels including CxOs, the candidate leverages strong verbal and written skills and exceptional business judgment. The GTM Lead will coach how to partner with C-level to drive executive alignment, report progress, and co-own escalations. The Customer Obsessed GTM Lead is expected to coach others on orchestration of successful EBAs by integrating people, processes, and technology in complex customer landscape. They unlock limitations, scaling factors, boundary conditions, and reasons behind strategic decision processes.

Additionally, The GTM Lead can internally seek out and clearly communicate relevant data to support complex business decisions scaling the EBA methodology across Customer and AWS organizations and drive the right recommendations in a highly collaborative and effective fashion. They own initiatives to scale EBA with clear objective, measurable success criteria, and clearly communicate progress and outcomes.


Key job responsibilities
• Develop and deploy a repeatable and scalable Go-to-market (GTM) strategy for EBA Orchestration at a high bar to unlock customer cloud value realization.
• Drive executive alignment within the AWS cross-organizations for scaling EBA initiatives to drive customer impact.
• Institute a customer and field enablement strategy to act as a force multiplier.
• Own and manage Customer-facing EBA content, engagement assets, and delivery mechanisms.
• Deploy an engagement model for high-value sales/delivery motions by leveraging relevant data.
• Align key stakeholders (Customers, AWS teams) on EBA offerings, outcomes, and objectives.
• Gather knowledge, lead projects, and coordinate execution across multiple global teams and stakeholders.
• Identify and produce appropriate business metrics, and continually assess them to improve over time.
• Concisely represent EBA to AWS business leaders and technical teams at all levels.
• Prepare and present detailed, written technical information for internal and external audiences.
• Apply expertise in strategic discussions, keeping all stakeholders productively engaged.
• Demonstrate exceptional judgment, integrity, business acumen, and communication skills.

About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
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Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Basic Qualifications

- Bachelor's degree or above in Computer Science, Computer Engineering, Information Technology, or related fields
- 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of experience leading sales or delivery of GTM programs at global companies and deep understanding of end-to-end customer cloud journey and technology.
- Knowledge of public cloud and hybrid cloud platforms; strong preference for cloud adoption program management or delivery experiences.
- Proven ability to operate at CxO level and across technical, operational, and business stakeholders to implement cloud transformation strategies.

Preferred Qualifications

- Master's degree in Business Administration, Finance, Economics, Computer Science, or a related field
- AWS certification
- Experience in specific technology domain areas like software development, cloud computing, systems engineering, infrastructure, security, networking, data and analytics
- Experience developing, implementing, and executing technology strategy across cross-functional senior stakeholders.
- Active project management and Agile certifications (SAFe, APM, CSM, PMI-PMP, PMI-ACP, PRINCE2).

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, MA, Boston - 176,100.00 - 238,200.00 USD annually
USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, OR, Portland - 176,100.00 - 238,200.00 USD annually
USA, TX, Austin - 176,100.00 - 238,200.00 USD annually
USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually